International Journal of Business and Management Invention

ISSN (Online): 2319 8028, ISSN (Print): 2319 801X

www.ijbmi.org || Volume 6 Issue 6 || June. 2017 || PP32-43

Effects of Online Marketing on the Behaviour of Consumers in

Selected Online Companies in Owerri, Imo State Nigeria.
Ugonna, Ikechukwu A1, Okolo, Victor O2, Nebo, Gerald N3, Ojieze Jeff4
1
Department of Marketing, Chukwuemeka Odumegwu Ojukwu University, Uli.
2
Department of Marketing, University of Nigeria, Nsukka.
3
Department of Marketing, Enugu State University of Science and Technology, Enugu, Nigeria.
4
Department of Marketing, University of Nigeria, Nsukka.

Abstract: The study examined the influence of efficient online marketing, effective communication, and on-time
delivery on the regularity of visits and consumer patronage of the three selected online stores in Owerri, Imo
State. It was guided by six research questions and six hypotheses. The sample size was 300 respondents two sets
of structured questionnaire were used for data collection. Mean statistics was used to analyze the responses of
the research questions, while Z-test analysis was applied to test the hypotheses for this study. A Statistical
Package for Social Sciences (SPSS) software was used to analyse the data. The findings of the study showed
that online marketing is a viable marketing communication channel which has significant effect on the
regularity of visits and consumer patronage of online stores. Based on the findings, it was recommended that
companies should ascribe to market their goods and services via online shopping stores and/or develop and
launch indigenous websites where customers can make purchases. For further testing of the impact of shopping
websites on behaviour of electronic devices buyers, further studies should replicate the theory and methodology
used in this study, with other products and websites.
Key Words: Online Marketing Sites, Behavioural Components, Electronic Devices, Buyers, Marketing
Communication.

I. INTRODUCTION
Background to the Study
Uturu (1998), states that marketing communication is the key element of the marketing mix which
deals with communicating the wants and satisfying attributes of a product to a target audience. When a new
product comes into existence, consumers need to be informed. For products that are already in existence,
consumers need to be reminded and persuaded. Marketing communication is the tool for achieving these
objectives. From April 1995 to April 2000, online marketing was known as dot.com boom. During this 5-year
period, hundreds of businesses tended to use internet as a primary means of doing their transaction with their
consumers. Consequently, many of the firms terminated their operation and many others tried to exist with
adequate business change. (Wikipedia, 2014).
Meanwhile e-tailers developed and introduced new internet based marketing aspect and as a result a
new world for marketing was born. Internet marketing as a part of e-marketing led to the development of
websites for business. Internet marketing in recent decade has very huge movement forward and companies all
over the world use internet for advertisements or for corporate promotion activities. Beside, not many
companies fully utilise their system with recruiting the power of Internet in business as new channel of doing
transactions (Kiang, Raghu, and Shang, 2000). Also media consumption is changing too. The rise of convergent
technology and social media is growing. Consumers online are growing rapidly because the internet makes their
lifestyle easier as they tend to shop around more because they have access to several other points of information.
They use the internet to research before committing to purchase and are early adopters of technology because
they have a world view (Asoto, 2010).
Delafrooz, Paim, and Khatibi (2010), opined that online shopping has been a growing phenomenon in
all four corners of the world, in particular amongst countries possessing highly developed infrastructure
available for marketing activities through the internet. Marketing over the internet creates a basic change not
only in business but also in customers` behaviour. Internet marketing provides a unique platform for firms to
understand the need of the customers and make them free from the time and place encumbrances. It also reduces
cost by omitting unnecessary transaction cost (Sheth and Sharma, 2005). Integrating competitive strategies and
internet are progressively becoming a crucial factor for firms not only in physical market place but also in
electronic environment (Goodarz, Samin, Muhammad, Firoozeh, Neda, & Samaneh, 2012). According to Ayo
(2006), virtually all organisations in Nigeria have online presence and internet access. Their goods and services
are displayed online similarly; internet access is fairly popular among the citizens, particularly for sending mails

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and sourcing for information. This is primarily due to the high number of cybercafs that offer internet access to
all and sundry for a fee.
In the Nigerian landscape, marketers and their clients are becoming aware of the need and underlying
effects of online marketing via the internet; the trend has started to build where agencies ignorantly advise
clients to use banner ads and display ads for campaign on Facebook, Yahoo, local news and entertainment sites,
as opposed to looking critically at what the clients want to achieve and advising them on all the various digital
marketing platforms available and what each of them can achieve and how to use them (Asoto, 2010). Based on
the facts above, it is pertinent to ask if online marketing is important for Nigeria while discovering the influence
of this means of marketing on individuals to make purchases of electronic devices.

1.2 Statement of the Problem

Efficient and effective online marketing communications influence consumer behaviour in terms of
purchase frequency and regular visits to online shopping stores. This generates the problem of discovering the
effect of efficient on-line marketing, effective communication, and on-line delivery on the regularity of visits
and consumer patronage to shopping sites.In some studies in other countries like India & China (Li and Zhang,
2002; Xiao, 2004; Delafrooz, et. al., 2010; Bhatt and Bhatt, 2012), it has been established that online marketing
communication has effect on consumer behaviour. This assertion may have been verified and established in
Nigeria, but we have not come across it, hence the need to evaluate the effect of online marketing sites on
Nigerians who purchase electronic devices.

1.3 Objectives of the Study

The purpose of the study was to examine the influence of efficient online marketing, effective communication,
and on-time delivery on the regularity of visits and consumer patronage of the three online stores in Owerri, Imo
State
The specific objectives were to:
1. To determine the influence of efficient on-line marketing on the regularity of visits to the sites.
2. To determine the influence of efficient on-line marketing on the consumer patronage of the sites.
3. To determine the influence of effective communication on the regularity of visits to the sites.
4. To determine the influence of effective communication on the consumer patronage of the sites.
5. To determine the influence of on-line delivery on the regularity of visits to the sites.

1.4 Research Questions

Six research questions guided the study.
1. To what extent does on-line marketing influence the regularity of visits to the sites?
2. In what ways has efficient on-line marketing influenced the consumer patronage of the sites?
3. How does effective communication influence the regularity of visits to the sites?
4. How does effective communication influence the consumer patronage of the sites?
5. How does on-line delivery influence the regularity of visits to the sites?

1.5 Research Hypotheses

The following research hypotheses, in null form, were tested to answer the research questions posed in this
study:
1. Efficient on-line marketing has no influence on the regularity of visits of consumers to the sites.
2. Efficient on-line marketing has no influence on consumer patronage of the sites.
3. Effective communication has no influence on the regularity of visits of consumers to the sites.
4. Effective communication has no influence on consumer patronage of the sites.
5. On-line delivery has no influence on the regularity of visits of consumers to the sites.
6. On-time delivery has no influence on consumer patronage the sites.

1.6 Significance of the Study

The findings of this research will significantly create awareness of the impact of online marketing on
the buying behaviour of individuals especially students who wish to purchase electronic devices via online
shopping stores. The study will serve as a piece of motivation to organisations wishing to market their products
via websites. It will also be beneficial to web designers who are instrumental in the designing and launching of
online stores. Finally, this study will be of importance to academia as additional literature in the understanding
of online marketing and its effect on peoples buying behaviour.

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1.7 Scope of the Study

This study covered three selected websites namely; Amazon.com, jumia.com and Konga.com. These shopping
store are strategically located in Owerri Imo State.

Subject and Variable Scope: The studys subject scope was delimited to online marketing via afore-mentioned
websites and purchase of electronic devices. This is domiciled in the area of electronic marketing. The variables
of interest in the study are the three afore-mentioned online shopping sites and their impact on the purchase of
electronic devices. The three online marketing sites were the independent variables while buying behaviour of
consumers, who purchase electronic devices, was the dependent variable.
Geographical Scope: Owerri, the Igbo heartland of Imo State in the South East geo-political zone of Nigeria is
the geographical area of study.

Study Unit Scope/Brand of Interest: The units of study in this research work consisted of undergraduates,
graduates, and postgraduates who patronise the websites under study, who at the time of this study visit the
online sites to make purchases. Respondents comprised individuals who patronise these sites to discover which
of the websites (if any) is responsible for the purchase of electronic devices.

1.8 Limitations of the Study

The sample of respondents can be seen as limitation of this study because it was limited by the number
of respondents who successfully completed the questionnaire. Also, the chosen sample limited the generalisation
of population to tertiary students in Owerri, Imo State. The websites were limited to three which are as follows:
Amazon.com, Jumia.com, and Konga.com. These online sites were selected based on level of popularity. Time
was also a constraint, as the respondents had to take out time from attending to both curricular and non-
curricular activities to answer the questionnaire items. Research on online and internet marketing in Nigeria has
not been tapped into extensively; hence related literature in the Nigerian context was limited and not readily
available. Despite these limitations, the researcher made effort to minimise their negative impact by utilising
validated research instrument.

II. REVIEW OF RELATED LITERATURE

CONCEPTUAL FRAMEWORK
2.1 Brief Historical Review of Online Marketing
Online marketing has outsold traditional advertising in recent years and continues to be a high-growth
industry. It is a form of marketing and advertising which uses the internet to deliver promotional marketing
messages to consumers. It includes email marketing, search engine marketing (SEM), social media marketing,
many types of display advertising (including web banner advertising), and mobile advertising.

A Brief Description of the Online Shopping Stores under study

Amazon.com
Amazon.com, inc. is an American electronic commerce company with headquarters in Seattle, Washington. It is
the largest internet-based retailer in the United States. Amazon.com started as an online bookstore, but soon
diversified, selling DVDs,VHSs, CDs, video and MP3 downloads/streaming, software, video
games, electronics, apparel, furniture, food, toys, and jewellery. Amazon has separate retail websites for United
States, United Kingdom & Ireland, France, Canada, Germany, The Netherlands, Italy, Spain, Australia, Brazil,
Japan, China, India, and Mexico. Amazon also offers international shipping to certain other countries for some
of its products. In 2011, it had professed an intention to launch its websites in Poland and Sweden.
Source: http://en.wikipedia.org/wiki/Amazon.com

Jumia.com
Jumia is a Nigerian online shopping site for a wide range of electronics, fashion, home appliances and
kids items. The business was founded in 2012 by a team that included Jeremy Hodara, Sacha Poignonnec,
Tunde Kehinde, Raphael Afaedor, and Leonard Stiegeler, with funding from Rocket Internet. As of 2015, Jumia
has warehouses in eight other countries, including: Egypt, Morocco, Kenya, Cote d'Ivoire,
Uganda, Ghana, Cameroon, and the United Kingdom.
Jumia is an e-commerce start-up with an aim to mimic Amazons success by delivering a wide range of items,
from toys to generators across the African continent. Shortly after the start-up of the business in Nigeria, Jumia
launched warehouses in four other growing countries which include: Egypt, Morocco, Kenya, and Cote
d'Ivoire. Jumia's most notable competitors are Konga in Nigeria and Souq in Egypt. In both countries, all three
online retailers compete for online shoppers through competitive prices and targeted marketing. This has partly

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led to the launch of price aggregators such as Yaoota.com to guide users through the increasing number of
online products.
Source: http://en.wikipedia.org/wiki/Jumia

Konga.com
Konga.com is a Nigerian electronic commerce company founded in 2012 with headquarters in Yaba,
Lagos. It offers a third-party online marketplace, as well as first-party direct retail spanning various categories
including consumer electronics, fashion, home appliances, books, children's items, and personal care products.
Konga was founded in July 2012 by Sim Shagaya, with 20 staff. Shortly after launching in 2012, Konga raised a
$3.5 million seed round from Investment AB Kinnevik. The site initially functioned as a Lagos-only online
retailer focused on merchandise in the baby, beauty, and personal care categories, but broadened its scope to all
of Nigeria in December 2012 and gradually expanded merchandise categories through 2012 and 2013.
In January 2015, Konga was ranked as the most visited Nigerian website by Alexa Internet. According to CEO
Sim Shagaya, Konga "leads the field in Nigeria today [early 2015] in Gross Merchandise Value," a metric
measuring the total value of merchandise sold through a particular marketplace.
Source: http://en.wikipedia.org/wiki/Konga.com
Shortcomings of Online Shopping
Okolo and Ehikwe (2015) state some major issues hindering the fulfillment of the potentials of online marketing
as well as the benefits of online marketing in Nigeria:

Poor Infrastructure & Logistic Sector

The comatose state of infrastructure in Nigeria is well documented so there is no need sounding like a
broken record. Infrastructure like regular internet network, power, roads, railways, aviation all needs urgent
attention. The logistics sector is also struggling partly because of the infrastructure decay. Perhaps one key area
Nigerians have seen improved infrastructure in the past five years is in internet accessibility. Nigerians now
enjoy more reliable and efficient internet access than say power or roads. Although each time infrastructure is
mentioned the minds of Nigerians usually go to roads, power, and the like, these are not the only infrastructure
shortcomings. For example, a lot of Nigerians do not have valid addresses. That means that as it is today, there
are probably millions of Nigerians who cannot shop online even if they want to. Without a clear address it will
be impossible or expensive to ship products to customers. No one wants to lose the product they bought with
their hard earned money just because someone else has impersonated them or the product got lost because their
address was difficult to trace.

Low E-Payment Awareness & Acceptance

Nigeria is cash dominated economy. Most transactions in the country are cash based and most
Nigerians love it that way. According to these classes of people cash is safe and more convenient as it is
generally accepted. Some consumers are afraid of electronic payment because they fear their money will be
stolen online. They often recount how their money or those of their friend or family was stolen via ATM. To
make online shopping a way of life in Nigeria, Nigerian consumers must be open to making payments with e-
payment solutions.

Nigerians Love of the Status Quo

This is also related to the low acceptability of e-payment solutions in Nigeria. Nigerians are often
skeptical about new things, especially when money is involved. Each time government introduces a new policy,
people line-up tons of excuses why that policy could be bad for the country and how it could break Nigeria into
tiny little pieces. Making excuses for the status quo is now a natural pastime of some Nigerians. It is because of
this attitude that the cashless policy being adopted in Nigeria is having some fundamental problems.

Low Level of Trust

Trust is a big issue in Nigeria. This is why very little transactions in Nigeria are done online. This is
somehow connected to an inefficient identity management system. Most transactions are done face to face
because both parties want to see who they are dealing with personally. The idea of sending money to someone
you have not seen or have never met physically is alien to most Nigerians. This is bound to be bad for the online
shopping and e-commerce industries in Nigeria. Trust is also an issue with online shopping all over the world.
In consumer-based e-commerce, consumers (users) are the trustors and online firms are the trustees, since users
provide sensitive information such as e-mail addresses, credit card numbers, and personal preferences to these
firms and are hence vulnerable to firm behaviour. Users have limited ability to monitor or control firms' use of
their private information; hence, the need for trust. Trust is undoubtedly a major factor in commerce, both on-
line and off-line. These are however the major trust challenges that inhibit online shopping in Nigeria.

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Low Human Capacity

Low human capacity has always been identified as a key limiting factor to the growth of the Nigerian
economy. Education and learning infrastructure are in a state of decay like all other infrastructure in the country,
leading to low human capacity. In addition, online shopping and e-commerce are relatively new in Nigeria
hence certain specialist skills may not be readily available in Nigeria. Online stores targeting Nigeria must come
prepared to handle this challenge.

An Unregulated Marketplace
Nigeria is a largely unregulated market. Anyone can buy and sell anything in Nigeria; adulterated, fake,
banned, and new products. Although there are laws or appear to be laws, these laws are hardly enforced because
agencies saddled with the regulation of goods and services are either understaffed, underfunded, or just plain
corrupt. In addition, there are currently little or no laws regulating online transactions in Nigeria, and this makes
consumer protection difficult. Building a reputable online store in Nigeria will no doubt pose a lot of challenge.

Benefits of Online Shopping

The major benefit of online shopping is the incomparable convenience it bequeaths consumers with.
Business is done twenty four hours (24/7).Traditional offline shopping leaves consumer with a lot of discomfort
such as: poor parking spaces, movement from one isle to another searching and picking goods, delays in
checkouts communications, salespeoples embarrassments, time and fatigue, jostling through people and losing
money due to store traffic, limited shopping hours etc. The appeal of online shopping is enormous. Comparably,
online shopping is absolutely free from the hustle and bustle of bricks and mortar. A consumer stays at home or
even outside home to just punch the keys of his computer (laptop, palmtop, iPod, tablet), or cell phone to
conduct his transactions.
Consequently, a consumer do not risk the movement of bashing his car, delay in traffic jam, fatigue,
but carefully and conveniently selects from thousands of products, compares prices with other online shops,
places order, pays for it with credit card, debit card, ATM or other e-payment available, and finally receives
delivery at his door step. Another important benefit of online shopping is the feedback approach involved.
Sellers operate a question and answer (Q/A) section through twitter, Facebook, and other social media sites and
exchange information that help resolve consumer complaints.
Online shopping is an offshoot of innovation of information and communication technology. Because
the world has become a global village, the distance between New York and Abuja is less than one second.
Consumers in Nigeria can conduct their shopping for US groceries in their various homes and receive speedy
delivery from DHL, UPS or Fedex. The era has gone when one has to travel overseas simply to purchase a
product that is not readily available in Nigeria. The main limitation of online marketing is where goods are
being sold, the lack of tangibility means that consumers are unable to try out, or try on items they might wish to
purchase. Generous return policies are the main way to circumvent such buyer apprehension. Lodhi and Shoaib
(2017) state that online marketing has the benefits:
online marketing has no time limit, 24/7 availability, safety of your money as well, increases the use of ATM
cards and other online shopping cards attract customers effectively and efficiently. You can easily search the
product information online, no sales tax for company as everything done online. Different e-shopping and e-
marketing coupons are available on different websites as well

Consumer Buying Behaviour

Marketing create opportunities for consumers and one of those opportunities is the evolution of online
marketing (Ukaj, 2015). The behavior of consumers plays an unfathomable role to the success of businesses and
this has an overarching influence in online marketing. (Svatosova, 2013). The future of Marketing is E-
Marketing (Lodhi and Shoaib, 2017). They define e-marketing as marketing of goods and services done
through electronic tool. In their study, they found out that E-marketing is the future of globalization and online
marketing industry. Study showed that online word of mouth has greatly effecting on consumer purchase
behavior and decision. Millions of people around the globe spend most of their time online, exposing
themselves to digital and social media networks and this has motivated their buying habit (Stephens, 2015).
Consumers in Malaysia are quickly adapting to the rubric of online marketing (Li-Ming and Wai, 2013).
Nevertheless, majority of the consumers go online mainly for social networking and instant messaging. Contrary
to the above statement, Ioanas and Stoica, (2014) argue that online users of the internet have switched to
becoming online consumers as a result of the emergence of online shops. Kotler and Armstrong (2012) define
consumer behaviour as the buying behavior of final consumers individuals and households that buy goods
and services for personal consumption. Grimsley (2015), states that consumer buying behaviour is the sum
total of a consumer's attitudes, preferences, intentions, and decisions regarding the consumer's behaviour in the
market place when purchasing a product (good) or service. In other words, understanding the consumer

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behaviour in market in any region is very important in order to sell any product properly. Marketers must
understand what influences consumer behaviour, such as the consumer buyer process, top influencers, and
effective advertising. Effective advertising will aim to influence consumer behaviour at each and every stage of
the consumer buying process. There are many different types of advertising that firms can employ to do this.
Commercial advertisers often seek to generate increased consumption of their products or services through
branding, which involves the repetition of an image or product name in an effort to associate certain qualities
with the brand in the minds of consumers Ugonna, Okolo, Obikeze, Ohanagorom, Nwodo and Oranusi, 2017).
Constantinides (2004) conducted a study to investigate how customers could be acquired through online
marketing. According to him, Identifying the Web experience components and understanding their role as
inputs in the online customers decision-making process are the first step in developing and delivering an
attractive online presence likely to have the maximum impact on Internet users.
The family is one of, if not the most critical, crucial and fundamental factors that influence consumer
buying behaviour both in relation to brick-and-mortar and online shopping (Durmaz, 2014). He perceives
consumer personality and motivation as very vital as well. He refers online shopping as click-and-mortar just as
physical shopping is referred to as brick-and mortar. The social media has provided a new platform for
consumer to interact and influence behaviours (Hajli, 2013). He states that trust is important in online buying.
The social media assures direct communication between the customer and your brand and therefore influences
behaviour by making a consumer a virtual journalist or public relations expert (Vinerean, Cetina, Dumitrescu,
and Tichindelean, 2013). Jenyo and Soyoye (2015) in their study found out that online marketing has a positive
relationship with consumer purchase decision and it was also discovered that internet security has a significant
relationship with consumer online purchase behaviour (Lodhi ans Shoaib, 2017).

Buyer behaviour which in this study consists of regularity of visits and consumer patronage depend on efficient
online marketing, effective communication and on-time delivery as shown in figure 1.

Relationship between Online Marketing and Purchase of Electronic Devices

With change in time, technology has evolved rapidly as well. With the assistance of internet, one can
get the preferred product within few clicks of a mouse. There is nothing a consumer can miss at online
electronic stores. One can buy computers, mobile phones, batteries, memory cards, pen drives, earphones,
headphones, et cetera. The most bought accessory online is mobile phones (32%) followed by Mp4
Players/iPods (21%) and digital cameras (19%) (Sunil, 2014).

Online Marketing in Nigeria: Overview of Trends, Challenges & Benefits

In his study, Asoto (2010) states that over the years, internet marketing has evolved in Nigeria.
According to Africa Internet Usage and Population Statistics (See appendix V), internet penetration in Nigeria is
now 28.9% at estimated 43,982,200 users and as a result, owing to the huge marketing potentials inherent in

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digital media as a part of the overall marketing mix, coupled with the increasing use of the internet by Nigerians,
brands are seeking to hire agencies (tra-digital agency) with in-depth knowledge of the digital marketing and
how to use them to maximise media spend (ROI).

Top Online Stores in Nigeria

Online shopping has exploded in Nigeria from last two years, with some well-known brands like
Amazon, MyStore, Jumia, Dealdey, Konga, Kaymu. Thousands of Nigerians now rely on online shopping to get
their favourite stuff while many Nigerians are not interested in shopping online for products/accessories because
of the issue of trust. (For a brief description of the online shopping stores under study, see appendix 6).

2.2 Theoretical Framework

This study is founded on two key theoretical perspectives (networking capability and image
transferability), which provide strong potential for better understanding the advantages and disadvantages of
online marketing for marketers. They are also useful for identifying important research gaps that need to be
filled in the future (Okazaki and Taylor, 2014) The rationale behind this framework is that Internet can be an
effective vehicle for national and international marketers based on executing and making good use of the two
capabilities in the local and international marketplace.
Networking capability allows for communications across boundaries that are faster and more frequent
than ever before and thereby has had a big impact on global marketers. Image transferability offers considerable
brand building capability for marketers as advertising via the internet can be used to build and r e i n f o r c e
brand image with consumers across the world. Collectively, these two foundations of online marketing offer
marketers tremendous opportunity to reach and appeal to cross-national audiences.

2.3 Empirical Studies on Online Marketing and Buying Behaviour for Electronic Devices
Results obtained from a study on the understanding of online shopping behaviour in the Indian context
indicated a significant increase of online stores in the life of Indian people to the point of addiction even though
the market was (at the time the study was conducted) not fully developed. The study arrived at the conclusion
that the e-commerce market has a great potential for youth segment. (Sharma, Mehta, and Sharma, 2014).
Another study by Khitoliya (2014) on customers attitude and perception towards online shopping unveiled that
majority of the respondents in all age groups shop online for convenience followed by wide variety and discount
deal.
Kim (2004) in his research on consumers shopping and purchasing behaviour, came to the conclusion
that despite the remarkable growth in Internet sales, there was evidence to suggest that there were many
consumers shopping with intent to buy at retail websites, but for some reason did not complete the transaction.
A survey conducted in Pakistan revealed when a consumer has the mind to purchase electronic goods online, he
or she is affected by multiple factors (Sunil, 2014). Bhatt and Bhatt (2012) in their study found that regular
buyers are most influenced by ease/attractiveness and service quality of websites while occasional buyers value
website security more than other categories of consumers. A study carried out by Delafrooz, et al. (2010)
revealed that utilitarian orientation, convenience, price, and a wider selection influenced consumers attitudes
towards online shopping.

Summary
Due to the unlimited nature of the secondary source of data; the internet, there seems to be abundance
of literature related to this study. Despite this, there is a gap in the chain of knowledge. The gap in the case of
this study is that, to my knowledge and as at the time of this study, there is no previous research on the
relationship between online marketing and purchase of electronic devices in the Nigerian context.

III. METHODOLOGY
3.1 Research Design
The survey method research design was used for this study. The researcher used judgement sampling
technique to obtain data. The quantitative methodology to be used assumed that online marketing via online
shopping stores and buying behaviour for electronic devices are independent and dependent variables,
respectively. Means and variance were obtained from these variables for statistical analysis.

3.2 Population of the Study

The population for this study comprised individuals who study in the four tertiary institutions in
Owerri, Imo State Alvan Ikoku Federal College of Education (AIFCE), Federal Polytechnic Nekede (FPN),
Federal University of Technology Owerri (FUTO), and Imo State University (IMSU).

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Imo State is one of the 36 states of Nigeria and lies in south eastern part of Nigeria with Owerri as its capital and
largest city (http://en.wikipedia.org/wiki/ Imo State). Out of this overall population, only undergraduates and
graduates, who at the time of this study attend lectures in the afore-mentioned universities in Owerri, and have
made purchases of electronic devices via the internet, were used as respondents for this study.

3.3 Sampling and Sample Technique

The sample for this study came from students undertaking bachelor and postgraduate degree
programmes. The judgement sampling method was used to obtain a sample size of 300 respondents. Each
respondent was invited to participate in the survey - the participation by the respondents was voluntary. Upon
obtaining respondents consent, he/she was asked to complete the self-administered questionnaire. 300 copies of
a structured questionnaire were distributed to 75 respondents in each of the four institutions in Owerri, Imo
State.

3.4 Measuring Instrument

A structured questionnaire was used to collect data to determine the relationship between online
marketing and buying behaviour for electronic devices. The questionnaire used in this study consisted of two
parts namely Section A and B. The first part, Section A, consisted of demographic information such as
respondent gender, age group, and level of education. Section B contained customers opinion about the
shopping websites which they visit to make purchases. A five-point labelled Likert type scale was used with
anchor from 5= Most important to 1= barely important. (A sample copy of the questionnaire can be seen in
Appendix I).

3.5 Reliability and Validity of Data Collection Instrument

Reliability: A convenience sample of 30 respondents was used to pre-test on a test re-test basis. The
questionnaire was used to calculate the correlation coefficient, an estimate of the reliability of the data collection
instrument. Using Pearson correlation coefficient, a correlation coefficient of .86 was obtained. This indicated a
high reliability of the research instrument.
Validity: The questionnaire had to undergo face and content validity before being administered on the
respondents. The content validity was estimated as the questionnaire items were scrutinised by three senior
members of the National Institute of Marketing Nigeria (NIMN) during one of its meetings in Awka, Anambra
State.

3.6 Data Collection

The primary data for this study were obtained from a judgement sample of 300 respondents from the
qualified population of undergraduates and graduates undergoing bachelor or postgraduate degrees in Owerri,
who purchase electronics from online shopping sites. 300 copies of the questionnaire were distributed. The
questionnaire were used to collect primary data from this sample of qualified respondents in the population.
Using the convenience method, the questionnaire was administered to these respondents in a face to face setting
as they went about their daily routine. The secondary data were sourced mainly from journals, publications, and
books accessed via the internet.

3.7 Procedure and Analytical Techniques

Manual descriptive analysis was used to report the profile of research respondents. Computerised
descriptive statistics was used to analyse the responses of the research questions while T-test analysis was
applied to examine the hypotheses for this study. A statistical package, SPSS version 2.0, was used for data
entry and to run the data for the statistical analysis.

IV. RESULTS AND DISCUSSION

Data collected were analysed using the Statistical Package for Social Sciences (SPSS) software. Data
from the research questions were presented in tables while the research hypotheses were tested using
computerised descriptive statistics and T-test analysis.

4.1 Presentation and Discussion of Findings/Results

Background Information: Bio Data (Appendix II )
Data from gender shows that 40 percent of the respondents were female while 60 percent were male,
making a number of 119 and 181 for male and female respondents, respectively. Based on the data derived from
marital status, 204 of the respondents were single and 96 were married, comprising a percentage of 68 for single
respondents and 32 for married respondents. As regards age range, a total number of 217 respondents were of
ages ranging between 16 31, 72 respondents were between ages 32 47, and only 11 respondents were of ages

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ranging between 48 and above. Data retrieved from educational qualification showed that participants with a
first degree or its equivalent seemed to be the highest number with 154 respondents. Respondents with
postgraduate degrees were 109 in total, and participants with national diploma or its equivalent were
As regards the online stores where respondents purchase electronic devices, data received show that 86 of the
respondents shop via Amazon, 111 make purchases at Jumia, and 103 respondents shop at Konga. Data on how
often these respondents patronise this website show that 89 respondents visit the afore-mentioned websites
annually while 83 of the respondents indicated that they patronise these shopping sites every four months. Every
two weeks, 37 of the respondents make purchases using the websites. 50 respondents make monthly visits to the
online stores, and only 18 respondents patronise the websites weekly.

Implications/Relevance for this Study

Judging from the data in the background information, it can be assumed that females purchase
electronic devices online more than males; singles shop online more often than married people; the youth
demography seem to patronise these online stores more than any other demography; participants with a first
degree patronise online stores to buy electronic devices more than those with postgraduate degrees.
Based on the findings, it can also be implied that Jumia.com is the most patronised out of the three online stores,
and most of the respondents patronise these shopping sites at least once every year.
To what extent from 1 to 5 (5 means the most important) do the following attributes influence your
decision to regularly visit the online shopping stores?

Table 1: No. of Responses Based on Extent Efficient Online Marketing Influences Regular Visits to the
Shopping Stores.
No. of Responses based on Extent
Attributes 5 4 3 2 1
Efficiency 89 93 76 15 27

Table 2: No. of Responses Based on Extent Effective Communication Influences Regular Visits to the
Shopping Stores.
No. of Responses based on Extent
Attributes 5 4 3 2 1
Effective communication 58 67 81 53 41

Table 3: No. of Responses Based on Extent On-time Delivery Influences Regular Visits to the Shopping Stores.
No. of Responses based on Extent
Attributes 5 4 3 2 1
On-time delivery 72 56 42 64 66

The result of attributes in tables 1, 2, and 3 was used to test the first, third, and fifth null hypotheses.
To what extent from 1 to 5 (5 means the most important) do the following attributes influence your
patronage of the online shopping stores?

Table 4: No. of Responses Based on Extent Efficient Online Marketing Influences your patronage of the online
shopping stores.
No. of Responses based on Extent
Attributes 5 4 3 2 1
Efficiency 78 92 85 12 33

Table 5: No. of Responses Based on Extent Effective Communication Influences your patronage of the online
shopping stores.
No. of Responses based on Extent
Attributes 5 4 3 2 1
Effective communication 87 62 59 43 49

Table 6: No. of Responses Based on Extent On-time Delivery Influences your patronage of the online
shopping stores.
No. of Responses based on Extent
Attributes 5 4 3 2 1
On-time delivery 54 71 69 66 40

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The result in tables 4, 5, and 6 was used to test the second, fourth, and sixth null hypotheses.

4.2 Testing of Hypotheses:

: Efficient online marketing has no influence on the regularity of visits of consumers to the sites.

Table 7: Computerised z-test Analysis of Data for Influence of Efficient Online Marketing on the Regularity of
Visits to the Sites
Independent Variable Df Mean Difference Z Sig.(2-tailed)
Efficiency 299 3.66 46.20 .00
Dependent Variable: Regularity of Visits
Note: Significant level: p 0.05 (If p-value is less than 0.05, the null hypothesis is rejected).

Based on results shown in table 7, efficient online marketing has significant influence on the regularity of visits
to the sites. Since P-value is 0.05, the null hypothesis was rejected.
: Efficient online marketing has no influence on consumer patronage of the sites.

Table 8: Computerised z-test Analysis of Data for Influence of Efficient Online Marketing on Consumer
Patronage of the Sites
Independent Variable Df Mean Difference Z Sig.(2-tailed)
Efficiency 299 3.52 38.16 .00
Dependent Variable: Consumer Patronage
Note: Significant level: p 0.05 (If p-value is less than 0.05, the null hypothesis is rejected).
Results shown in this table indicate that efficiency has significant influence on consumer patronage of the sites.
Thus, the null hypothesis was rejected.
: Effective communication has no influence on the regularity of visits of consumers to the sites.

Table 9: Computerised z-test Analysis of Data for Influence of Effective Communication on the Regularity of
Visits to the Sites
Independent Variable Df Mean Difference Z Sig.(2-tailed)
Effective Communication 299 3.12 42.55 .00
Dependent Variable: Regularity of Visits
Note: Significant level: p 0.05 (If p-value is less than 0.05, the null hypothesis is rejected).
P-value is less than 0.05, so the null hypothesis was rejected. Hence, effective communication has significant
influence on the regularity of visits to the sites.
: Effective communication has no influence on consumer patronage of the sites.

Table 10: Computerised z-test Analysis of Data for Influence of Effective Communication on Consumer
Patronage of the Sites
Independent Variable Df Mean Difference Z Sig.(2-tailed)
Effective Communication 299 3.26 36.12 .00
Dependent Variable: Consumer Patronage
Note: Significant level: p 0.05 (If p-value is less than 0.05, the null hypothesis is rejected).
The null hypothesis was rejected since the results indicated that the influence of effective communication on
consumer patronage of the sites was of a significant level.
On-time delivery has no influence on the regularity of visits of consumers to the sites.

Table 11: Computerised z-test Analysis of Data for Influence of On-time Delivery on the Regularity of Visits to
the Sites
Independent Variable Df Mean Difference Z Sig.(2-tailed)
On-time Delivery 299 2.96 30.86 .00
Dependent Variable: Regularity of Visits
Note: Significant level: p 0.05 (If p-value is less than 0.05, the null hypothesis is rejected).
Results in table 11 show that on-time delivery has significant influence on the regularity of visits to the sites,
hence; the null hypothesis was rejected.
On-time delivery has no influence on consumer patronage of the sites.

Table 12: Computerised z-test Analysis of Data for Influence of On-time Delivery on Consumer Patronage of
the Sites
Independent Variable Df Mean Difference Z Sig.(2-tailed)

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 Effects Of Online Marketing On The Behaviour Of Consumers In Selected Online Companies In
On-line Delivery 299 3.07 37.93 .00
Dependent Variable: Consumer Patronage
Note: Significant level: p 0.05 (If p-value is less than 0.05, the null hypothesis is rejected).
Results shown in this table indicate that on-time delivery has significant influence on consumer patronage of the
sites. Thus, the null hypothesis was rejected.

V. SUMMARY OF FINDINGS, CONCLUSION AND RECOMMENDATIONS

5.1 Summary of Findings
In all, the six null hypotheses were rejected; hence, efficient online marketing, effective communication, and on-
time delivery have significant influence on the regularity of visits and consumer patronage of the three online
stores.
5.2 Conclusion
Indeed, among the factors that the findings emphasise, it is obvious that the use of online marketing is a viable
marketing communication channel which has a significant influence on the regularity of visits and consumer
patronage of shopping sites.
5.3 Recommendations
Based on the findings of the study, the following recommendations were made:
1. Government and private initiatives should be encouraged to improve the online marketing sector of the
economy. Collaborating, Ayo 2006 recommended that the international arena and an appropriate legislation
should be put in place to guide the operations of web commerce.
2. Various brands should employ effective communication in online marketing and pay attention to the
growing trend of online marketing in their marketing approach to influence buying behaviour and ultimately
make purchases.
3. Shopping size operators should endeavour to apply on-time delivery as to encourage regularity of visits and
consumer patronage of online stores.

5.4 Suggestions for Further Research

Extensive research on online marketing in a national context is still in its infancy, and needs further
attention. As few cross-cultural studies have been conducted, the theories and their application will likely evolve
in the future, hence; further studies should be carried out to gauge the buying behaviour of a larger population
from various parts of Nigeria. Also, the study assessed customers opinion merely based on the respondents re-
collection of experience surfing the online shopping sites. Further research should be carried out to evaluate
customer experience of pre, actual, and post website visits in order to ascertain the relationships of other
variables under study. Moreover, other inferential statistics such as regression analysis as well as multivariate
analysis may be applied to further provide in-depth understanding in the subject matter.

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